Workshops

Step change in negotiation capability comes about through our unique combination of integrated programmes of real world workshops, coaching and hotline support.

Total Negotiation offers 3 levels of negotiation workshop, each designed to significantly improve the negotiation capability of your team. Find out which would benefit your team the most.

Essential Negotiation

Who is it for?

It is of particular use to salespeople, marketers, buyers or anyone who wants to have a solid grasp of negotiation fundamentals and feel confident to be able to participate.

A highly interactive programme that introduces delegates to fundamental negotiation skills, building on their selling skills capability. This programme will equip them with an understanding of negotiation techniques and an opportunity to practise, so they can participate in commercial negotiations.

How does it work?

Delegates are introduced to a robust methodology that quickly builds confidence and competence. They explore behaviours within negotiation situations and have extensive opportunities to put these insights and skills into practice in realistic situations.

The Total Negotiation embedding process of planning, coaching and mentoring ensures that delegates implement their actions plans in the live negotiations.

Experienced Negotiator

Who is it for?

All commercial people who negotiate as part of their role, whether externally or internally. It is ideally suited for managers who lead their own negotiations.

A challenging, highly interactive programme that builds on delegates existing commercial, selling and negotiation skills, challenging them and equipping them with approaches and negotiation skills to maximise commercial value through leading negotiations.

How does it work?

Delegates use the robust SKATER approach that quickly builds confidence and competence, combined with the Kaleidoscopic Preparation methodology, which delivers thorough and consistent planning. They explore ways to seize the initiative, change the balance of power, manage risks and ensure they are fully aligned at all times.

By scenario planning a range of negotiation situations and experiencing buying and selling perspectives through several challenging role plays, delegates leave the course with great action plans, new ways to manage negotiations and a generally broader skill set to succeed and deliver incremental value to the business.

The Total Negotiation embedding process of planning, coaching and mentoring ensures that delegates implement their actions plans in the live negotiations.

Advanced Negotiator

Who is it for?

Negotiators with existing experience who need a deeper understanding of negotiation to deal with challenging customers.

This highly customised and interactive programme is designed, with stakeholder involvement, to ensure delegates are tested, pushed and stretched through new learning, realistic practising of real-life situations and high level debate.

Building on and using the negotiation experience of the delegates, this programme is run by senior commercial managers for senior commercial managers.

How does it work?

Delegates use the Total Negotiation SKATER approach and preparation methodology to explore new areas including breaking deadlock, JBPs, learn to use language and behaviours to impact negotiations, how to influence the balance of power and how to manage the competitive element of negotiations. Their capabilities will be broadened and stretched through challenging real life situations, a multi-party negotiation, and exercises with no obvious win – win solutions.

The Total Negotiation embedding process of planning, coaching and mentoring ensures that delegates implement their actions plans in the live negotiations.

Advanced Negotiation Skills for Buyers

Who is it for?

This is particularly suited to experienced buyers who lead their own negotiations. It is a highly interactive programme that uses and builds upon a buyers existing negotiation and commercial experience. Our approach can be as constructively challenging as the delegate wants to be challenged in their negotiation skills, as part of their personal development. The skills that are developed will be equally useful in internal relationships as they will be in external commercial negotiations.

How does it work?

Delegates use the robust SKATER approach that quickly builds confidence and competence, and within that, the Kaleidoscopic Preparation methodology, which delivers thorough and consistent planning. They learn how to categorise types of suppliers and develop bespoke approaches for these groups. They also explore ways to seize the initiative, assess and change the balance of power, manage risks and ensure they are fully aligned at all times. The benefits and pitfalls of e-Auctions are also explored.

Through scenario planning and several challenging role plays delegates experience both buying and selling perspectives. They build on each experience so that they leave the course with great action plans, new ways to manage negotiations and a generally broader skill set to succeed and deliver incremental value to the business.

The Total Negotiation embedding process of planning, coaching and mentoring ensures that delegates implement their actions plans in their live negotiations.

Format: 3 day workshop followed by one to one coaching andreal time help line support.

With plenty of suppliers ready to sell you their one size fits all programs, what has been great about working with TN is the flexibility they have shown in adapting their core programs to blend with our existing commercial courses. This gives them and therefore us a unique point of difference in creating tailor-made solutions without the hassle and cost of starting from scratch

European Sales Capability Manager, FMCG business, Holland

Workshops run by Total Negotiation have really helped to improve the negotiation capabilities of our senior commercial team and the business is benefiting financially by securing more value than before. The broad commercial experience, which Total Negotiation bring, applied in a relevant way for us, helped broaden our thinking as we prepare future negotiations